A powerful technique you can employ in your next sales team meeting. Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting. It will enable you to get a consensus […]
The search for the most powerful sales question is ongoing. The objective, to find the one key question that will help the sales person to win the complex B2B sale. There are as many sales questions as there are sales techniques. But not all questions have the same power in terms of engaging the customer, […]
Sales managers often think about the effectiveness of the sales team, sales strategy or sales process. However, there is one vital ingredient of sales success that is generally overlooked. That is the health of the sales organization. Organizational Health – The New Sales KPI A sales team’s strategy, process or skill-set may not be enough […]
We wanted to understand the challenges they faced, the techniques they used and what they saw as the future of KAM. The results are a vivid portrait of what it takes to be successful in Key Account Management.